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The First-Time Manager in Asia by BH Tan

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EIGHT LEVERS OF INFLUENCE1

For the past six decades, behavioural scientists have done studies that shed light on how certain interactions lead people to agree, concede, comply or change. They are able to demonstrate that influence works by appealing to a limited set of deeply rooted human needs and drives in a predictable way. By understanding these basic principles and applying them appropriately, managers can become more effective in influencing others. There are eight levers of influence you can use:

Lever 1: Position

This is hard power. It comes from your position in the organization. The more senior you are in the hierarchy, the greater is the authority that you wield. Intuitively we think that the boss will know more as he is closer to ...

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